National Account Manager

The National Account Manager (NAM) role involves managing profitable sales of the company's commercial products in the East Region, focusing on growing the Commercial & Enterprise end customer business through strategic sales, relationship building, and account management.

Location: New York, New York

Salary: $80,000 to $100,000

Responsibilities

• Strategically selling the commercial portfolio of products and services within the East territory to commercial and Enterprise end customers (IT decision makers).
• Ability to build relationships across key accounts encompassing all levels; sales/marketing rep through executive.
• Identify opportunities and challenges within account base and create strategies to maximize sell through, revenue, profit, and market share.
• Develop and build pipeline of new end user opportunities.
• Stay up-to-date on industry trends.
• Attend industry events.
• Track and report on sales performance.
• Understand how to communicate value propositions to key accounts, identify white space accounts, and be able to present and close new business.
• Accurately forecast specific products revenue and new accounts on a weekly, monthly, and quarterly basis via Salesforce.com.
• Establish and track an annual account budget, which includes sales and profits.
• Lead team in achieving 100% of channel’s sales and profit goals.
• Lead team to formulate a sales plan to achieve sales and profit targets for current and prospective accounts.
• Conduct and/or receive weekly reviews of sales, RMAs, returns & allowances (R&A), quotes, promotions, sell through, inventory management, turns, forecasts, replenishment orders, backorders, and any other account activities that will impact financial results for the account(s). Resolve or delegate any issues that arise as a result of the reviews.
• Identify, develop, and negotiate terms and conditions for accounts to effectively manage overall profitability.
• Effectively delegate and manage sales duties to exceed internal and external expectations.
• Communicate and update sales team members with strategic company information and initiatives as required.
• Use Salesforce.com to keep record of sales calls, including potential opportunity worth dollars, and be prepared to present that information when requested.
• Analyze and understand industry market trends, competition, products, and pricing that may impact sales efforts and communicate this information to all sales management and other departments as necessary.
• Drive satisfied customers while maintaining an accurate forecast and working with multiple channel partners.
• Generating revenue and working closely with a network of Channel Partners to successfully sell the Belkin solution.
• Define and execute sales plans for the assigned territory to meet and exceed quota through prospecting, qualifying, managing and closing sales opportunities.
• Building a business case and establish value: develop and present proposals to customers with information that demonstrates the ability of the Belkin solution to meet the customer's’ business objectives and justify the sale.
• Drive account strategies and coordinate team selling efforts with partners to close business on a quarterly and annual basis.
• Prospecting: proven track record of penetrating accounts, reaching decision-makers, and closing business.
• Comfortable and confident in visiting and engaging with a wide cross spectrum of key decision makers.
• Fulfill responsibilities under ISO 9001 and 14001; understand and fully support ISO system.
• Comply with Health and Safety requirements of Belkin.
• Maintain a safe and clean work environment.
• Understand and follow company rules and regulations.
• Perform all other duties as assigned and required.

Requirements

• Four-year degree required. Bachelor’s degree in Business Administration, Marketing, or Technology is highly desirable.
• Five or more years’ experience as an Account Manager or higher sales position. Direct industry or channel experience is required, direct networking experience preferred.
• At least three years’ experience selling to end user, and East Region commercial customers.
• Computer literacy with a high degree of proficiency in the Microsoft Office Suite of products including Word, Excel, PowerPoint, and Outlook.
• Salesforce, PowerBI and Business Objects experience desired.
• Strong verbal and written communication skills.
• Strong presentation skills required.
• Ability to travel domestically up to 50% - East Region, plus periodic HQ visits.

Benefits

• Performance-based bonus.
• Full range of medical, financial, and/or other benefits.
• Factors such as geographic location, academic credentials, relevant experience, and specific knowledge, skills and abilities will influence the actual salary offered.